Vice President of Revenue Operations

VP of Revenue Operations

Revenue Operations

About Entelligence

Entelligence is a technology-enabled services company that partners with leading organizations to deliver complex implementations, scale operations, and drive customer success. Through our white-label talent delivery platform, we provide highly skilled, on-demand experts that help our customers execute critical initiatives with speed, precision, and reliability.

We are a values-driven organization and a Great Place to Work® Certified company, focused on building high-performing teams, delivering exceptional customer outcomes, and continuously improving how we operate.

How We Operate

At Entelligence, how we work is just as important as what we deliver. Our values guide how we make decisions, collaborate, and show up every day:

• Grit: We persevere through complexity and follow through on what matters. We take ownership, solve problems, and stay committed to delivering results, even when things are challenging.
  
• Customer Obsession: We prioritize outcomes that earn trust and keep it. We anticipate needs, communicate clearly, and hold ourselves accountable to delivering meaningful impact for our customers.
  
• Courage: We take initiative and lead with purpose. We speak up, challenge assumptions, and make decisions that move the business forward.
  
• Speed: We move quickly and decisively while maintaining quality. We prioritize what matters, act with urgency, and execute with intention.
  
• Hungry: We are self-motivated and driven to improve. We seek feedback, take on more, and continuously look for ways to grow, learn, and add value.

Position Summary

The VP of Revenue Operations is responsible for how Entelligence plans, measures and improves revenue performance across the full revenue lifecycle. This leader will connect pipeline, forecasting, demand, delivery capacity, revenue realization and financial performance to give leadership a clear view of how the business is performing and where there are opportunities to improve.

The VP of Revenue Operations will own the revenue operating process, including revenue productivity, forecasting, pipeline governance, demand planning, revenue analytics, scorecards, and the systems and data needed to support them.

This is a highly cross functional role working across Sales, Delivery, Practices, Recruiting, Finance, Product, Alliances and Executive Leadership. The role will establish consistent revenue processes and accountability across these teams while functional leaders remain responsible for their respective areas.

Key Responsibilities

Revenue Strategy and Productivity

• Build and manage the operating model for how Entelligence plans, measures and improves revenue performance.
  
• Evaluate the revenue business as a whole and identify opportunities to improve productivity, predictability, profitability and growth.
  
• Translate company growth goals into revenue plans, priorities, capacity requirements and performance targets.
  
• Develop and maintain the revenue scorecard used by leadership to measure performance.
  
• Track revenue productivity across pipeline, bookings, backlog, utilization, revenue realization, margin, renewals and expansion.
  
• Identify revenue risks, gaps and opportunities and provide recommendations to the CRO and Executive Leadership Team.
  
• Lead revenue planning and support monthly, quarterly and executive business reviews.
  
• Recommend areas for investment or improvement based on revenue performance and market opportunity.

Sales Operations

• Own the sales operating cadence, including pipeline reviews, forecasting, territory planning, account planning and opportunity reviews.
  
• Establish consistent sales processes, stage definitions, qualification standards and pipeline requirements.
  
• Establish and monitor pipeline coverage, conversion, velocity, win rate, sales cycle and productivity measures.
  
• Partner with Sales leadership on quotas, territories, coverage models, incentive plans and productivity expectations.
  
• Own CRM governance, data quality, reporting standards, workflows and adoption.
  
• Lead the deal desk process in partnership with Sales, Finance and Delivery.
  
• Maintain visibility across new logos, account expansion, partner sourced opportunities, renewals and recurring revenue.

Revenue Forecasting and Planning

• Own the revenue operating forecast across practices, customers, partners and revenue types.
  
• Connect bookings, backlog, pipeline, delivery schedules, resource availability, utilization and historical performance into the forecast.
  
• Develop expected, upside, downside and capacity constrained scenarios.
  
• Identify revenue risks before they impact financial results.
  
• Partner with Finance to align the revenue operating forecast with the company financial forecast, including revenue recognition, gross profit and cash flow assumptions.
  
• Provide leadership with a clear view of expected revenue performance, risks and opportunities.

Revenue Performance and Scorecard

• Own the revenue scorecard and reporting cadence.
  
• Establish consistent measures and definitions across Sales, Delivery, Recruiting and Finance.
  
• Track revenue, productivity, margin, utilization, capacity and customer measures.
  
• Track DSO as part of the revenue scorecard and lead cross functional efforts to address process issues contributing to delayed invoicing or collection.
  
• Identify where revenue is delayed or lost between opportunity, contracting, staffing, delivery, invoicing and collection.
  
• Lead action plans with the appropriate functional leaders when performance is off target.
  
• Provide clear recommendations based on performance data.

Delivery Readiness and Revenue Realization

• Own the process connecting closed business to delivery readiness and revenue realization.
  
• Establish consistent handoffs from Sales and Solutioning through contracting, staffing, project launch, delivery and invoicing.
  
• Partner with Delivery and Practice leaders to maintain visibility into project starts, staffing, utilization, milestones and expected revenue.
  
• Identify risks related to staffing, timing, scope, margin and customer commitments before they impact revenue.
  
• Track time from closed won to project launch and revenue realization.
  
• Partner with Finance and Delivery to reduce revenue leakage across bookings, delivery, invoicing and collections.
  
• Lead cross functional efforts to improve DSO in partnership with Finance.

Demand and Capacity Planning

• Own the demand planning process across pipeline, backlog, contracted work, renewals and expected customer demand.
  
• Translate demand into workforce needs by practice, capability, geography, role, timing and engagement type.
  
• Partner with Delivery, Recruiting and People & Culture to translate revenue demand into capacity and workforce plans.
  
• Maintain visibility into supply and demand, hiring needs, redeployment opportunities, contractor needs and capacity gaps.
  
• Develop scenarios showing the revenue, resource and margin impact of potential opportunities.
  
• Support decisions around employees, contractors, partners and other talent channels.
  
• Identify capacity conflicts and provide recommendations when demand exceeds available resources.

Portfolio Management and Planning

• Maintain a clear view of revenue performance across practices, offerings, customers, partners and portfolios.
  
• Lead portfolio reviews using revenue growth, pipeline, bookings, backlog, margin, utilization, market demand and capacity.
  
• Partner with Product and Practice leaders to bring new offerings into the revenue planning and delivery process.
  
• Track offering adoption, customer and partner concentration, revenue mix and performance.
  
• Recommend where the company should invest, grow, adjust or reduce focus based on revenue performance.

Revenue Systems, Data and Analytics

• Define business requirements for systems supporting the revenue lifecycle, including CRM, PSA, financial, recruiting, contracting, business intelligence and planning tools.
  
• Establish consistent definitions across pipeline, bookings, backlog, capacity, utilization, revenue and gross profit.
  
• Build executive dashboards and reporting that provide a clear view of revenue performance.
  
• Improve data quality, system adoption and reporting reliability.
  
• Identify opportunities to automate manual processes and improve productivity.
  
• Partner with IT and functional leaders on system changes and implementation.

AI and Automation

• Identify ways AI and automation can improve revenue productivity, forecasting, capacity planning and decision making.
  
• Build an AI and automation roadmap for Revenue Operations.
  
• Measure impact and ROI.
  
• Drive adoption across revenue processes.
  
• Partner with IT and Executive Leadership on broader AI standards and governance.

Leadership and Cross Functional Alignment

• Build and lead the Revenue Operations function as the business grows.
  
• Serve as a strategic partner to the CRO on revenue performance, priorities and investments.
  
• Create shared visibility and accountability across Sales, Delivery, Practices, Recruiting and Finance.
  
• Establish clear ownership, decision rights and accountability for revenue processes that cross multiple functions.
  
• Lead cross functional revenue initiatives while working closely with the leaders responsible for each area.
  
• Build strong working relationships across the business and help resolve issues when priorities, resources or revenue commitments conflict.

Key Performance Indicators

Success in this role will be measured through a combination of:

• Revenue productivity
  
• Revenue forecast accuracy
  
• Bookings and revenue attainment
  
• Pipeline coverage and quality
  
• Pipeline to bookings conversion
  
• Win rate and sales cycle velocity
  
• Backlog conversion and revenue realization
  
• Gross profit and gross margin performance
  
• Demand forecast accuracy
  
• Delivery capacity coverage
  
• Time to staff and time to project launch
  
• Billable utilization
  
• Revenue leakage
  
• DSO improvement
  
• Percentage of opportunities with confirmed delivery plans
  
• CRM and forecasting process adoption
  
• Data quality and reporting reliability
  
• Customer renewal and expansion performance
  
• AI and automation adoption

Qualifications

• 10 or more years of progressive experience in Revenue Operations, Sales Operations, Delivery Operations, Business Operations, Professional Services Operations or a related discipline.
  
• Five or more years in a senior leadership role supporting a complex revenue organization.
  
• Demonstrated experience managing the full revenue lifecycle in professional services, consulting, technology services, SaaS or a similar business.
  
• Strong experience in revenue forecasting, pipeline management, capacity planning, utilization and delivery economics.
  
• Experience connecting CRM, professional services, financial, recruiting and business intelligence systems.
  
• Strong understanding of bookings, backlog, revenue, gross margin, utilization, resource planning and cash flow drivers.
  
• Demonstrated ability to build processes and operating cadences in a growing organization.
  
• Strong analytical and financial skills with the ability to turn data into clear recommendations.
  
• Experience leading work across multiple functions and influencing senior leaders.
  
• Strong communication, organizational and change management skills.
  
• Bachelor's degree in business, finance, operations, analytics or a related discipline preferred.

Leadership Profile

The successful candidate will be:

Strategic and operational: Able to look at the revenue business as a whole and turn strategy into clear plans and action.

Commercially minded: Understands how pipeline, pricing, delivery, capacity and customer expansion work together to drive profitable growth.

Data driven: Uses data to identify problems, improve decisions and create accountability.

Systems oriented: Builds clear processes, ownership, workflows and systems that can scale.

Proactive: Identifies revenue, capacity and execution risks early and brings forward solutions.

Collaborative: Works effectively across Sales, Delivery, Practices, Recruiting, Finance, Product and Executive Leadership.

Decisive: Makes clear recommendations and helps resolve issues when priorities or capacity conflict.

Why This Role Matters

Entelligence needs better visibility into how pipeline turns into delivery, revenue and profitable growth.

The VP of Revenue Operations will bring those pieces together, improve revenue productivity, identify gaps and build the processes and systems needed to support continued growth.

Why Entelligence

At Entelligence, we believe great work starts with great people. We partner with leading technology companies to solve complex business challenges while creating opportunities for our people to grow, contribute and make an impact.

We value people who take accountability, adapt quickly, drive results, bring new ideas forward and put our customers first. If you enjoy working with collaborative teams and want to help build what comes next, we'd love to hear from you.

Equal Employment Opportunity

Entelligence is an equal opportunity employer. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law.

Employment decisions are based on qualifications, merit, business needs and the requirements of the role.

Reasonable Accommodation

Entelligence is committed to providing reasonable accommodations to qualified individuals with disabilities and applicants who need an accommodation during the hiring process.

Applicants who need a reasonable accommodation to apply or participate in the interview process may contact People & Culture at hr@entelligence.com.

Job Description Disclaimer

This job description describes the general nature and level of work performed in this role and is not intended to be a complete list of all responsibilities, duties or qualifications. Responsibilities may change based on business needs.